6. Less Than Half Of Proposal Are Won

The average win rate is the percentage of opportunities proposed or quoted that you won. As opposed to the close rate, it's based on opportunities that make it to the proposal stage—not all opportunities that enter your pipeline.

“The average win rate – closing a sale after getting the opportunity to offer a proposal or give a quote – is 47%” (Rain Group, 2016)

7. Determines Compensation

Closing is so critical that it determines how much your sales reps will earn:

“63% of sales leaders say ‘closed revenue’ is the most important metric when determining SDR variable compensation” (Insidesales, 2018)

8. Some Reps Close More

And not all your sales reps are equal. Some close less, and some close—and get paid—more:

“When pursuing a qualified opportunity, 46% of all salespeople close more than half of their potential deals” (Altify, 2014)

9. Reps Love End-Of-Month

To hit their monthly quota and earn their compensation, most of your sales reps work harder at the end of each month:

“Salespeople close 3 times as many deals at the end of the month as during the rest of the month” (HBR, 2017)

10. Ambiverts Close The Best

But still, personality effects how much your sales reps will earn. Ambiverts—people who have a balance of extrovert and introvert features in their personality— are more successful in closing deals.

“Ambiverts achieve 24% more revenue than introverts, and 32% more revenue than extroverts” (Adam Grant, 2013)

11. Trust Required To Close

To close more deals, especially B2B deals with longer sales cycles, your sales team should focus on building trust more than anything else:

“Just 2% of sales close at a first meeting. The other 98% will only buy once a certain level of trust has been built up.” (Marketing Donut, 2008)

How do your figures compare to industry averages? Take action right now and make a decision to change something today! And watch our demo video to see how we can help you improve your sales closing statistics.